1. I can’t
2. I’d like to think about it
3. I never make a decision
without consulting my
partner.
4. I’m really not happy about the
delivery time.
5. I certainly wouldn’t want he
luxury model.
6. I’m still not sure
7. There are several questions
that would need answering
first.
a. What’s stopping you?
b. Of course. Perhaps I can help. What is it
you’d like to think about?
c. Of course not! When shall we arrange
for the three of us to meet?
d. I see. So if I could find a way to improve
on that, you’d be more interested,
wouldn’t you?
e. No, I think you are right to choose the
economy model.
f. What about?
g. Fire away!
(Command, using urgency appeal) (Conditioning, for later)

PRODUCT is temporary PRODUCT has repeated use

SELLER is temporary SELLER is permanent
BUYER is temporary BUYER is stable and familiar
A sense of CRISIS exists NO CRISIS, no urgency
GUARANTEE is missing GUARANTEE is available
SUPPLY exceeds DEMAND DEMAND exceeds SUPPLY